Self-Service SaaS Model

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.